Category Archives: New Product Launch

Tech start ups must consider sales training when launching their new product. Key to success, beyond early adopters, is not only the product itself – but the skill of the sales team to sell the new product. Continue reading →

The traditional role of the sales rep identifying needs and communicating product features is waning, and the ranks of quota-carrying reps without relevant expertise in an industry, function or offering will disappear.” Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. There is a decreasing need for sales reps that function strictly as product facilitators. This blog talks about how. Continue reading →

Launching new products is one of the toughest challenges B2B sales teams face. Millions of dollars are spent on new product launches, yet the sales force too often is neglected. What can a company do to improve its new product launches? Take a look at this Sales Momentum New Product Launch Infographic – Don’t Leave Your Sales Team Behind When Launching New Products. Continue reading →

The investment in improving the skills of the sales team to sell the new product is simply not commensurate with the commitment and innovation of the rest of the product launch effort. Continue reading →

Many good new products are doomed from the beginning because they are not launched successfully to the sales force – they simply escape into the marketplace. The Sales Momentum white paper – Don’t Let Your Next Product Launch Fail – shares industry best practices to help B2B sales organizations launch new products to market successfully. Continue reading →

When it comes to sales coaching our observation is the problem is not so much about bad sales coaching but the fact that sales coaching does not systematically occur. When it does occur, it works.
So one answer to the dilemma is connecting the sales coaching effort to a high priority organizational Trigger Event that has everyone’s attention and focus. Our bet is under these conditions the right people will actually get serious about coaching, its merits will be demonstrated, and perhaps coaching will become institutionalized. And if the latter thing happens –that’s a good thing.Continue reading →

One reason for the continued lack of success of new product launches is the failure of companies to effectively launch the new product to their sales force. Although there are a number of reasons at the margin for this dilemma, two are the main culprits – failing to develop a compelling compensation system and failing to help the sales team adapt and adjust their skills to selling the new product. Get these two factors right and the success picture is altered dramatically. Continue reading →